EVEN  SUCCESSFUL 


SELLING  PLANS 


Published  by 
THE   'BOJSfDS  PRESS 


MiddtetoWn,  JW.  Y.      =  Ridgefietd  Park,  N.  J. 


I 

\ 


Copyrighted,  1913 
by  Chas.  A.  McCoun 


Z  RIWIHC 
^  HOOM 

Seven  Successful  Selling  Plans. 


Plan  No.  1 
%  ® 

f  i  ^HIS  is  an  excellent  plan  for  beginners  with  small  capital. 

Make  up  a  few  Dust  Cloths  to  be  used  as  samples.  Make 
them  just  as  good  and  put  them  up  just  as  attractive  as  you  possi- 
bly can.  Take  several  samples  and  visit  the  stores  in  your  own  and 
nearby  towns;  ask  for  the  buyer,  show  him  a  sample,  tell  him  you 
are  the  manufacturer  of  the  Sanito  Dust  Cloth  and  can  sell  him 
dust  cloths  direct,  eliminating  the  jobbers  profits  and  the  cost  of 
freight  or  express  thereby  saving  money  for  him. 

Place  your  selling  price  at  about  125%  above  cost  to  make, 
give  a  1  0  %  discount  for  cash.  Talk  only  of  gross  lots  at  first,  but 
;  take  his  order  even  if  he  says  he  will  only  try  a  dozen,  a  small  order 
i>;may  lead  to  larger  orders  in  the  future. 

o<j  ^  After  you  have  worked  all  the  Dry  Goods,  Furniture,  Station- 
ery and  other  stores,  you  can  total  the  number  ordered,  make  up 
and  deliver  and  collect  the  cash.  Make  it  a  point  to  visit  the  stores 
every  month. 

^Ir  you  desire,  you  can  arrange  to  leave  a  dozen  or  more  Dust 
Cloths  on  consignment  with  the  buyer  who  will  not  buy  outright, 
to  be  paid  for  when  sold;  call  every  30  days,  collect  for  those  sold. 

y  

NOTE! — While  these  plans  have  been  prepared  especially  for  promoting  the 
sale  of  Dust  Cloths,  they  can  be  used  for  other  similar  articles,  successfully. 


Plan  No.  2 


9  ® 

TCIB^OUSE-TO-HOUSE  canvasing  is  usually  profitable  provi- 
ded you  are  not  easily  discouraged.  Always  ask  for  the  lady 
of  the  house,  find  out  her  name  beforehand  if  possible.  Address  her 
as  "Mrs.  Smith'*  or  whatever  her  name  may  be— is  always  more 
effective  than  any  other  way.  Tell  her  you  have  called  to  shov/ 
her  your  new  Antiseptic  Sanito  Dust  Cloth;  explain  to  her  its 
merits.  It  is  a  good  plan  to  have  a  loose  cloth  in  your  pocket 
with  which  you  can  demonstrate  its  good  qualities.  If  she  will 
not  let  you  in  the  house  just  wipe  the  dust  off  the  door  and  show 
her  how  it  sticks  to  the  cloth.  Tell  her,  if  after  30  days  trial  she 
is  dissatisfied  with  the  duster,  simply  mail  it  to  the  address  on  the 
envelope  and  the  money  will  be  ref  Landed.  This  argument  general- 
ly makes  a  saJe,  they  seldom  ask  for  money  back  as  the  duster 
gives  satisfaction  and  they  will  wan':  more. 

Another  method  cf  canvasing  is  to  leave  a  duster  at  each  house 
on  a  certain  street  and  say  you  will  call  back  after  it  next  day. 
They  will  read  the  printing  on  the  package  and  probably  open 
the  package  and  use  it.  A  large  number  of  sales  can  be  made  by 
this  "silent  salesman'*  method  but  your  descriptive  matter  on  the 
package  must  be  very  complete  or  you  must  leave  a  circular  with  it. 

If  you  should  not  care  to  do  any  personal  canvasing,  you  can 
arrange  with  ladies  to  do  this  for  a  per-cent  of  the  profits,  which 
are  usually  !  Oc.  or  1  2c.  on  a  25c.  article. 

If  you  do  personal  canvasing  you  will  make  about  500^ 
profit  on  cost  to  manufac'ure. 


Plan  No.  3 


ra^HIS  is  a  mail-order  plan  selling  direct  to  ladies.  The 
following  will  be  a  help  to  you  in  making  up  your  copy  for 
newspaper  advertising: 

LADIES  GET  A  SAMPLE  great 
Sanito  Dust  Cloth,  absorbs  dust  and 
germs,  Antiseptic,  cleans  and  polishes 
furniture,  floors,  cut  glass,  everything. 
Large  25c.  Sample  for  1  Oc.  to  pay 
postage.  Write:  Smith  Co.  New  Berne,  N.J. 


The  following  are  good  papers  in  which  to  advertise: 


Woman  at  Home'* 
Farm  Life** 
'American  Woman'* 
'Ladies  Review" 
'Woman*s  National  Weekly** 
'New  Idea,  Woman*sMagazine 


Chi 


icago, 


111. 


$  .50  a 
.60  " 

Augusta,  Me.     2.00  " 
Port  Huron,  Mich.  40  " 
St.  Louis,  Mo.    .25  " 
*  New  York.      1.00  " 


line 


American  Motherhood**  CoGperstown,N.Y.  40  " 

Write  these  papers  for  sample  copy  and  rates  for  advertising. 
In  using  this  plan  you  should  have  other  articles  for  sale;  things 
that  women  use,  when  sending  the  Dust  Cloth  enclose  circulars 
describing  them  and  offer  special  prices  for  a  combination  of  arti- 
cles, such  as  giving  six  10c.  articles  for  50c.  or  five  25  c.  articles 
for  $1.00. 

You  frequently  pick  up  a  good  house-to-house  canvaser  from 
this  plan. 

Keep  a  record  of  all  names  and  addresses  you  receive,  they  are 
very  useful  when  you  get  out  any  new  articles. 

When  writing  advertisements  the  usual  allowance  is  six  words 
to  a  line,  initials  and  numbers  count  as  one  word  ^'each  and  you 
must  pay  for  name  and  address.  Most  publishers  will  accept  a 
25  word  advertisement  as  four-line  space. 


4 


Plan  No.  4 


o  • 

^T^HIS  is  a  new  plan  for  selling  and  should  be  very  successful. 

It  is  known  as  the  "Coupon  Plan*'.  Have  printed  a  large 
number  of  coupons,  size  about  2x3  inches,  (on  a  tinted  paper) 
something  like  this: 


THIS  COUPON  IS  WORTH  15c. 
for  a  sample  of 
SANITO  DUST  CLOTH 

for  Dusting,  Cleaning  and  Polishing  Furniture,  Floors,  Cut  Glass, 
Walls  etc.  It  absorbs  all  the  dust  and  germs.  Can  be  washed  with 
soap  and  water;  SANITARY  and  ANTISEPTIC.  To  advertise 
we  will  send  a  large  size  25c.  Sanito  Dust  Cloth  for  1  Oc.  to  pay 
cost  of  delivery.  Sign  your  name  and  address  on  back  of  this  coupon 
and  put  it  in  an  envelope  with  1  Oc,  mail  to  address  below  aiid  we 
will  deliver  to  your  door  a  Sanito  Dust  Cloth. 

SMITH  CO..  New  Berne.  N.  J. 

Arrange  with  Grocers,  Butchers,  Bakers  and  other  stores  patron- 
ized by  ladies,  to  wrap  up  one  of  these  coupons  in  each  pack- 
age they  send  out.  Sometimes  it  is  necessary  to  pr'nt  the 
tradesman's  name  at  the  top  of  the  coupon  in  which  event  you  will 
use  this  form: 

COMPLIMENTS  of 

Thos.    H.    Brown- Baker 
47  Main  St. 

THIS  COUPON  IS  WORTH  15c. 

etc.,    etc.,  etc. 
This  plan  need  not  be  confined  to  your  own  town,  but  may  be 
used  wherever  you  can  get  tradesmen  to  use  the  coupon. 

Delivery  is  made  by  mail,  letter  carrier  takes  it  to  their  door. 


Plan  No.  5 


ELLIN G  to  agents  is  very  profitable  as  you  ship  to  them  in 
quantities  and  they  do  the  retail  and  trade  selling.  If  you 
can  get  a  number  of  agents  working  for  you,  although  you  make 
but  a  dollar  a  week  from  each,  fifty  agents  means  $50.00  each 
week  for  you.  Good  agents  are  hard  to  get  but  are  worth  trying 
for,  and  once  interested  should  receive  every  consideration,  con- 
sistant  with  good  business  methods.  You  can  afford  to  sell  to  them 
at  a  low  price  as  they  use  quantities,  which  saves  expense  of  han- 
dling single  articles.  Agents  should  be  able  to  buy  a  25c.  article 
at  1  Oc.  or  1 2c.  for  small  lots  and  8c.  or  1  Oc.  for  quantities.  Cir- 
culars with  agents  name  imprinted  should  be  sold  at  absolute  cost 
as  each  circular  distributed  by  the  agents  means  a  possible  sale  of 
of  your  article. 

In  order  to  get  agents,  it  will  be  necessary  for  you  to  do  some 
advertising;  classified  advertisements  in  the  daily  newspapers  is  the 
most  profitable. 

The  following  will  be  of  help  to  you  when  writing  your  ad. 

"ABSORB  THE  DUST"  is  better  than  "Swat  the  Fly" 
and  sells  better.  Every  housewife  wants  one  or  more. 
Live  agents  coin  money.  Large  25c,  snmple  by  mail  1  Oc. 
Particulars  free.  Smith  &  Co.,  New  Berne,  N.  J. 

In  reply  to  the  request  for  particulars  and  sample:  Send  several 
copies  of  the  circular  describing  the  Sanito  Dust  Cloth,  and  a  letter 
giving  terms  etc. 

Advertise  in  newspapers  with  large  circulation,  under  heading 
of  "Agents  Wanted'*,  "key"  your  ad  to  see  which  paper  brings 
most  replies.  To  "key"  your  ad,  in  one  paper  give  name  as  "A. 
Smith  &  Co.*'  in  another  "B.  Smith  &  Co."  and  so  on,  or  yoU 
may  use  "Dep't  A"  or  "Desk  A",  and  eventually  drop  those 
papers  which  do  not  pay. 


Plan  No.  6 


9  m 

NOWN  as  the  "Popular  Premium  Plan'*.  You  can  util- 
ize this  plan  without  any  additional  expense  for  advertis- 
ing or  printing.  Let  it  be  known  among  the  boys  and  girls  in  your 
neighborhood  that  you  will  give  handsome  presents  for  selling  only 
a  few  Sanito  Dust  Cloths.  In  a  short  time  you  will  have  a  small 
army  of  young  folks  all  working  to  earn  a  watch,  doll,  air  rifle,  etc. 

You  can  conduct  the  Popular  Premium  Plan  from  your  own 
home  evenings.  Give  each  of  the  young  agents  a  few  Dust  Cloths 
to  sell,  when  they  have  sold  I  2  at  25  c.  each  and  returned  the 
money,  give  them  the  present  they  select.  Almost  every  boy  and 
girl  will  be  willing  to  work  hard  to  get  a  premium  and  you  will  be 
surprised  at  the  amount  of  money  this  plan  will  earn  for  you. 

When  your  town  has  been  thoroughly  canvassed  you  can  go  to 
other  towns  of  less  than  25000  population.  On  entering  the  town 
you  will  make  arrangements  with  the  proprietor  of  a  candy  store 
or  newsroom  near  a  School  House  for  permissson  to  use  a  show 
window  for  one  or  two  weeks.  In  the  show  window,  place  an  as- 
sortment of  premiums  that  appeal  to  boys  and  girls,  with  a  card 
stating  that  any  article  will  be  given  to  boys  and  girls  for  a  few 
hours  work. 

The  school  children  will  flock  to  you  in  crowds  to  get  your 
proposition.  You  explain  to  each  child  that  you  will  give  them  any 
premium  they  select  for  selling  only  1  2  Dust  Cloths  at  25  c.  each. 
Take  the  name  and  address  of  those  who  want  to  try  for  a  prem- 
ium and  give  them  two  or  three  Dust  Cloths  to  start  with.  When 
they  return  the  money  for  them  give  them  more  to  sell  and  when 
they  have  sold  a  dozen  give  them  the  premium  selected  and  induce 
them  to  try  for  another  premium. 

The  percent  of  loss  is  very  small  and  it  is  seldom  necessary  to 
call  at  the  home  of  the  child  to  make  collections. 

The  profits  on  this  plan  are  as  follows: 

12  Dust  Cloths  sold  at  25c.  each,  -  -  -  $3.00 


Cost  of  1  2  Dust  Cloths,  about     5  Oc. 

Cost  of  premium,  "  50c. 

Total  cost  $1.00 

Total  profit  $2.00 

You  will  see,  if  you  give  only  five  premiums  in  a  day  you  will 
earn  $10.00  a  day. 

Good  premiums  for  boys  are  Watches, Air  Rifles,  Kites,  Mag- 
ic Lanterns,  Books,  Base  Ball  goods,  Roller  Skates.  Premiums  for 
girls:  Dolls,  Watches,  Roller  Skates,  Bracelets,  Neck  Chains,  Books 
Toy  Sweepers. 

Premiums  can  be  purchased  at  from  $4.  to  $6.  a  dozen.  Until 
you  get  a  start,  you  can  buy  a  few  dollars  worth  of  premiums  at 
retail.  When  the  money  begins  to  come  in,  it  will  pay  you  to  buy 
them  in  dozen  lots.  Do  not  pay  more  than  50c.  a  piece  for  prem- 
iums. The  following  firms  sell  premiums  at  wholesale,  write  them 
for  catalogues. 

Singer  Bros.,  82  Bowery,  New  York 

Tower  Mfg.  &  Novelty  Co. 
American  News  Co. 

A.  L.  Burt  &  Co.  52  Duane  St. 

Carson,  Pirie,  Scott  &  Co.  Chicago 

Chicago  Sporting  Goods  Co. 

Cadillac  Novelty  Co.  Detroit 
Here  is  a  plan  by  which  you  can  get  premiums  without  paying 
for  them  in  advance.  Go  to  a  Toy,  Stationery,  Hardware  or  other 
store  selling  that  class  of  goods.  Say  to  the  owner,  "I  should  like 
to  sell  a  lot  of  your  50c.  and  75  c.  goods  for  you  and  not  charge 
you  one  penny  of  commission,  all  I  ask  is  the  use  of  one  of  your 
show  windows  for  a  few  days  and  a  selection  from  your  stock  to 
exhibit.  I  will  pay  you  cash,  full  retail  price  as  fast  as  I  sell  them" 
you  will  then  explain  your  plan  in  detail  and  in  most  cases  the  store 
owner  w  11  be  g!ad  to  co-operate  with  you,  as  it  advertises  his  store, 
brings  crowds  into  it  and  he  sells  a  large  number  of  high  priced 
goods;  frequently,  parents  of  the  children  will  buy  from  him  the 
premiums  you  exhibit. 


Plan  No.  7 


^  B^HIS  is  known  as  the  "Trust  Plan"  and  is  similar  to  plan  No. 6 
except  that  your  field  is  not  confined  to  the  city  or  town  in 
which  you  may  be  but  the  whole  world  is  your  field,  by  means  of 
advertising  you  can  reach  every  section  of  the  globe.  This  is 
called  the  Trust  Plan  because  you  send  out  a  sttiall  quantity  of  your 
goods  to  boys  and  girls  to  be  paid  for  when  sold  and  give  them  a 
premium  for  their  efforts. 

As  your  boy  and  girl  agents  cannot  see  the  premiums  you  offer, 
it  will  be  necessary  to  have  an  illustrated  catalogue  or  circular  of 
the  premiums  you  offer  for  selling  your  goods  and  to  advertise  in 
young  people's  papers  for  names  and  addresses. 

A  small  advertisement,  something  like  the  following  will  bring 
you  all  the  boy  and  girl  agents  you  want: 

BOYS,  GIRLS,  EARN  A  WATCH! 
Selling  15  Sanitos  to  Ladies'  at  25c.  each. 
Send  name  and  address  and  we  will  send 
the  Sanitos  to  sell.  We  trust  you.  When 
sold  return  our  $4.00  and  we  immediately 
send  wat-h.  Smith,  New  Berne,  N.  J. 

You  may  alter  this  to  suit  your  ideas.  When  you  receive  the 
names  and  addresses,  you  send  1  6  Sanito  Dust  Cloths  and  a 
catalogue  of  premiums,  to  the  boy  or  girl,  together  with  a  short 
letter;  something  .like  the  following: 

My  dear  friend: 

I  have  today  received  your  letter  and 
hasten  to  send  you  16  Sanito  Dust  Cloths  to  sell  for  us  at 
25c.  each. 

You  v/ill  find  the  Dust  Cloths  very  easy  to 
sell,  as  every  lady  needs  one  to  keep  her  home  clean. 

I  also  send  you  'our  catalogue  of  the  very 
fine  premiums  we  give  absolutely  free  for  selling  the  16 
Dust  Cloths.  The  premiums  are  exactly  as  described  and 
are  all  well  worth  working  for;  some  of  them  can  be  pur- 
chased in  retail  stores  from  $1.50  to  $2.50. 


Every  boy  and  girl  wants  at  least  one  of  these  very  fine 
premiums,  they  are  easy  to  earn. 

You  can  sell  the  Dust  Cloths  to  your  relations, 
friends  and  neighbors  without  trouble.  Start  right  away 
before  someone  else  gets  ahead  of  you.  When  you  have 
sold  the  16  Dust  Cloths  send  us  our  $4.00  by  money  order 
or  registered  letter,  and  the  same  day  we  receive  it  we  will 
immediately  send  you  the  premium  you  select. 

Yours  very  truly, 

Smith  &  Co. 

The  foil  owing  are  good  papers  to  use  for  getting  names  of  boys 
and  girls. 


"American  Boy" 

Detroit,  Mich. 

$  1 .00  per  line 

"Boys'  Magazine" 

Smethport,  Pa. 

.50    "  " 

"Girls'  Companion" 

Elgin,  111. 

1.25   "  " 

"Home  Budget" 

Troy,  N.  Y. 

.20  "  " 

"Little  Folks" 

Salem,  Mass. 

.50   "  " 

"Young  People" 

Philadelphia,  Pa. 

.50  "  " 

"Wellspring" 

Boston,  Mass. 

.45   "  " 

In  "Plan  No.  6"  are  a  list  of  dealers  in  premiums;  you  can  ar- 
range with  them  for  electrotypes  of  the  premiums  you  select,  for 
use  in  your  catalogues.  I  would  suggest  you  use  about  five  prem- 
iums for  boys  and  five  for  girls.  Write  a  short  description  of  each 
to  accompany  the  illustration.    Use  no  prices. 

A  catalogue  4"x6"  with  eight  pages  and  cover  is  about  the  right 
size.  On  the  inside  of  front  cover,  state  that  any  one  of  the 

premiums  will  be  sent,  all  charges  prepaid,  absolutely  free,  to  any 
boy  or  girl  selling  1  6  Dust  Cloths  at  25c.  each,  etc.,  etc.  You 
should  be  able  to  get  1000  of  these  catalogues  printed  for  $12. 
to  $18.  according  to  the  size  and  amount  of  composition. 

A  good,  quick  and  cheap  place  to  have  your  printing  done  is 
The  Bonds  Press,  Middletown,  N.  Y. 


3  0112  072341412 
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